How to use Evidence to close more business and quicker

Why is it that some companies close more deals than others?

Even when their services are similar to their competitors?

What do they do which very few other people do?

Why do some people have opportunities that sit around in the pipeline for a long time?

While others seem to have a “magical ability” to close deals quicker!

You can now use age-old principles of Evidence in the new era!

Philip Kotler, legendary author many marketing text books used in universities, wrote about social proof.  He referred to “3rd party evidence” meaning a reference or a testimonial provided by an “external 3rd party” who has no vested interest in your company – saying great things about his/her experience with your company, leading to more sales and profits.

In the modern era, the principles are the same.  But now YouTube and other social media allow you to put these age-old principles on steroids!

It’s really simple!..

Think about it like this… When somebody is thinking about investing time in a seminar or a workshop of yours, or they’re thinking about making a strong investment in your products or services… they want to know 2 things:

1. You understand their challenge. 
2. “You can do it.” i.e. you can solve their problems and actually do what you are proposing to do.

You can cover off on point 1 by listening carefully and reflecting your understanding to them. Via written proposal or you can differentiate yourself using a short video.

To cover off point 2, you need to develop a library of evidence, including written quotes and video testimonials. 

You can never have too many testimonials!

What will you learn at this workshop?

1. How to procure evidence, including:
   1. How to ask for written and video testimonials.
   2. What questions to ask when filming video testimonials – resulting in the best testimonials.
   3. What to ask for when requesting a written testimonial.
2. How to produce actual video testimonials.
   1. We’ll be joined at the session by Phil Krynski of We Make Online Videos and he’ll offer some specific tips around the do’s and don’ts of producing great videos!
3. Where and how to actually use the evidence!
   1. To secure new leads.
   2. To close business deals faster.